If you’re in charge of picking go-to-market (GTM) software for a B2B company, you’ve probably noticed every tool promises “revenue acceleration” and “seamless alignment.” You want something that helps your team hit quota, not just collect dust on the tech stack. This guide is for sales, marketing, and RevOps leaders who want to cut through the noise and pick GTM software that genuinely moves the needle—using Hypertide as a case study.
Step 1: Get Clear on What “Maximum Revenue Impact” Means (For You)
Before you even peek at a demo, figure out what “revenue impact” looks like for your team. Here’s the thing—“revenue impact” is vague on purpose in most sales decks. For you, it should mean something specific.
Ask yourself: - What’s our biggest revenue blocker? Is it lead quality? Sales cycle length? Forecast accuracy? - Who’s actually using this tool? Sales reps? SDRs? Ops folks? All three? - What does success look like, in numbers? Shorter deal cycles? Higher win rates? More pipeline?
Pro tip: Write these down. If a tool can’t help you move your metrics, all the AI in the world won’t matter.
Step 2: Map Out Your GTM Process (Don’t Skip This)
No software can fix a broken process. Before you buy anything, sketch out how leads turn into revenue at your company.
- Where do leads come from?
- Who qualifies them?
- How do deals move through the pipeline?
- Where do things get stuck (be honest)?
You don’t need a fancy diagram—sticky notes or a slide deck will do. The goal is to spot the points where software could make a difference.
Ignore: Vendors who say, “Our tool works for any process!” That just means their tool is generic.
Step 3: Build a Shortlist—Ignore the Hype
There are dozens of GTM tools. Most do 80% of the same things. Here’s how to narrow the list, fast:
- Must-haves: Integrates with your CRM, easy to use, solves your top 1–2 revenue problems.
- Nice-to-haves: Fancy dashboards, “AI-powered” recommendations (often just basic automation).
- Red flags: Locked-in contracts, vague pricing, promises of “instant results.”
Hot take: If a tool’s main pitch is “seamless AI,” ask what it actually automates. Don’t pay extra for buzzwords.
Step 4: Deep Dive—Evaluating Hypertide
Let’s get specific. Hypertide pitches itself as a GTM orchestration platform, promising to streamline pipeline management, automate outreach, and give “actionable intelligence” to sales and marketing teams. Here’s what to actually look at:
What Hypertide Does Well
- Single source of truth: It centralizes deal data, notes, and next steps. If your team’s always hunting across Slack threads and spreadsheets, this is a legit upgrade.
- Automated task management: Hypertide can assign tasks based on deal stage, so reps know what to do next. This keeps things moving, especially for junior reps.
- Decent integrations: They offer out-of-the-box connections to Salesforce, HubSpot, and common email providers. You won’t need an army of consultants to get started.
- Pipeline insights: The analytics are more actionable than most—think “stalled deals this week” instead of just pie charts.
Where Hypertide Falls Short
- UI learning curve: It’s not as intuitive as some competitors (like Groove or Outreach). You’ll need to invest time in onboarding.
- Customization is a mixed bag: You can tweak workflows, but deep customization often requires help from their support team. If you have a weird or complex sales process, expect some friction.
- Reporting is… fine: You get the basics, but power users will probably export data to Tableau or Excel for deeper analysis.
- No magic bullet for adoption: Like any tool, if your reps don’t use it, it won’t help. Hypertide isn’t immune to “shelfware syndrome.”
Ignore the Noise
Hypertide talks a lot about “AI-powered playbooks.” Honestly, most of this is glorified if/then rules. It helps with consistency but won’t revolutionize your sales process overnight. Focus on whether it actually helps your reps do their jobs, not whether it uses the latest buzzwords.
Step 5: Pilot Before You Buy
Never roll out a GTM tool to your whole team without a pilot.
- Pick a small group: Get a mix of your best reps and some who struggle with process. See how they use the tool in real deals.
- Set clear goals: For example, “Cut average deal cycle by 10%,” or “Increase follow-ups per rep per week.”
- Get honest feedback: Don’t just ask, “Do you like it?” Ask, “What’s slowing you down?” and “Where do you still use old tools?”
- Watch for workarounds: If reps are still using spreadsheets, the tool isn’t solving the real problem.
Pro tip: If Hypertide (or any vendor) won’t let you do a real pilot, walk away. That’s a huge red flag.
Step 6: Do a Simple ROI Calculation (Don’t Overthink It)
Most vendors will show you ROI calculators full of wild assumptions. Here’s a back-of-the-envelope method that’s actually useful:
- Estimate time saved: How many hours/week will your team actually save with this tool?
- Estimate deal improvements: Will you close more deals, or just make prettier reports?
- Assign dollar values: What’s an hour worth for your team? What’s a 1% bump in close rate worth?
- Subtract all-in costs: Don’t forget onboarding, integration, and eventual churn headaches.
If the math doesn’t make sense, or if the “benefits” are mostly vague, keep looking.
Step 7: Plan for Adoption (or Risk Wasting Money)
The best tool is the one your team will actually use.
- Champion ownership: Appoint someone on your team—not just a vendor rep—to own onboarding and answer questions.
- Keep initial setup simple: Don’t try to automate everything from day one. Get the basics working, then layer on complexity.
- Set a 30-day check-in: If people aren’t using the tool by then, figure out why (and be ready to cut bait).
Ignore: Grand rollout plans with big launch parties. Focus on getting people to use the tool in real life, not just talk about it.
Quick Comparison: Hypertide vs. Other Common GTM Tools
| Feature | Hypertide | Outreach | Groove | Custom Spreadsheets | |------------------------|------------------|-------------------|-------------------|---------------------| | Pipeline management | Strong | Moderate | Moderate | Weak | | Task automation | Good | Excellent | Good | None | | Integrations | Good | Good | Good | Manual | | Reporting/Insights | Decent | Strong | Moderate | DIY | | Ease of use | Moderate | Good | Excellent | Depends | | Customization | Average | Good | Good | Unlimited | | Cost | Mid-range | High | Mid-range | Low (except time) |
No tool is perfect. If your process is straightforward, Hypertide covers most needs out of the box. If you need highly specialized workflows or super-slick UI, look at the others.
Final Thoughts: Don’t Chase “Magic,” Just Solve Real Problems
Most GTM tools overpromise. The only “maximum revenue impact” you’ll get is from fixing problems your team actually has, not the ones in a vendor’s pitch deck. Take the time to define your goals, map your process, and pilot a tool before you buy. Hypertide is solid for teams that want better pipeline visibility and task automation, but it’s not going to fix a broken sales process or make lazy reps productive.
Keep it simple. Start small. Iterate. The right tool helps, but the real leverage comes from a team that knows what it’s doing and actually does it.